Exports Made Easy

HOW TO START AND EXCEL IN YOUR EXPORTS AND MAKE OPTIMUM OUT OF EXPORT PROMOTION SCHEMES

[Question and answer format of this article on Exports appeared in one of the issues of Silk Mark Vogue. The author is Shri. Ajay Srivastava ITS, Director (Ministry of Commerce, Govt. of India), a renowned expert on foreign trade]

START UP TOOLS FOR EXPORTS

I am happy selling in domestic market. Why should I enter in Export business?

There is a strong reason. As customs duties are coming down and country is signing a number of Free Trade Agreements, there will be intense competition from foreign companies for Indian market. Unless you benchmark quality and pricing with international standards, you risk losing your domestic business. Thus, in order to survive in the domestic market you must be able to compete globally. In addition, exports bring money, expertise and prestige to your firm.

I do not have the sufficient knowledge, resources, people and expertise for international trading. It’s a complex job. How do I go about it?

You have the product expertise – the most important knowledge you require. Rest of the skills can be outsourced or better still, learned.You can learn through a number of good websites or books. You will be amazed to know there are thousands of 1-2 people export firms in the world that focus on getting high quality product and market and outsource other function to the experts. Otherwise to begin with, you can involve a merchant exporter at mutually beneficial terms, who will export the goods supplied by you.

Exporting involves dealing with unknown buyers; I may not get my money back. What is your advice?

Money is almost 100% assured in export and imports if one follows certain rules like exporting under irrevocable L/C. In addition back up is provided by export Insurance. There are established rules for doing international business. You just need to acquaint yourself.

I am starting my export business.What registrations do I require for exporting?

You need to complete the following start up formalities for commencing export.

Open a Current Account: The bank should be authorised to deal in foreign exchange

Shop & Establishment Act Regn: Though exports are exempt from local taxes, a registration will take care of local content of your business

I have an order for supplying 400 gents shirts to a buyer based in Canada who offered me to pay in FOB terms. DEPB on this item is @ 10%. I must get 30% as profit on the Ex factory cost of the products. What is the minimum FOB I should quote to the buyer?

You have to add up your costs and profit and find out the minimum FOB value by taking into account the DEPB available to you. Following steps will make the calculation clear:

Sr. No

Heads

Amount

Criteria

A

Let’s assume that minimum acceptable FOB price in Rupees is A

B

DEPB/Drawback @ 10%

Rs 10,000

10% of A

C

Minimum money that must be realised

1.1A

A+0.1A

D

Ex factory cost of shirts

Rs 60,000

E

Packing, transportation and other expenses upto on board ship

Rs 12,000

F

Minimum acceptable profit margin is 30% of ex factory price

Rs 18,000

30% of D

G

Total cost + profit

Rs 90,000

H

Minimum acceptable FOB price in Rupees A

Rs 81,818

A+0.1A=

90,000

What are the business practices that have been adopted by successful Fast Track exporters?

Both domestic and global markets are undergoing rapid transformation. Indian exporters would need to adopt the following business practices in order to prosper or even survive.